Being persistent with what you do is the absolute key to success when real estate is concerned and, unsurprisingly, it’s no different with prospecting.
Most agents fall foul early on by focusing their attention on the “quick win”, when they should be setting their sights for deals further down the line. Real estate is far from a short-term game, and if you want to succeed, you need to develop a professional mind-set that understands that. Persistency is the key to winning business, so if you can start off with that as your foundation, you’ll find long-term success.
However, this can always be built upon. Check out these 5 prospecting tips to help you improve your sales game and win the business you need to make it in real estate.
1) Be Consistent
Whether it’s real estate or general sales, consistency is key to being successful. By prospecting little and often, you’ll build up a plan that ends up being pretty comprehensive.
For example, making 20 calls a day might not sound a lot, but over a working week that number adds up to 100. With a decent conversion rate, you’ll be looking at bringing in some decent numbers.
2) Maintain Your Business Relationships
Real estate is all about delivering your clients with an experience, and if you’ve given them a great one it seriously pays to keep in touch with them.
If you surveyed 100 agents, there would be a large amount of them that wish they had have done this right from the start of their careers, as numbers really do add up. Warm prospecting like this not only helps you to gain referrals for new business – it also keeps you in your clients’ minds. The next time they’re in the market for your services, there’s a high chance they’ll come back to you.
3) Give Them Relevant Information
Providing consistent, accurate information to your clients is essential, as it adds value to your service. For example, when prospecting a certain area, make sure you have sales stats to hand for local neighbourhoods.
It won’t take you long to gather this information, and you can use it over and over again to show prospective clients that you’re an authority on the topic. This will help to build trust with them, which in turn will result in more business. Real estate can be a numbers game, but this tilts them firmly in your favour.
4) Start Managing Your Data Effectively
One of the worst things that can happen is having a listing come on, knowing you’ve spoken with a prospect looking for a property in that area, and not being able to find their number.
Not managing your data effectively can have a huge impact on your sales, so it’s smart to employ a robust management system. Whether this is an excel spreadsheet or a CRM system, find a method that works for you and start making records of who you’re speaking to, when, and what’s being said.
5) Network, Network, Network
You could be the best agent in Sydney, but if you don’t work on getting leads in at the top of your sales funnel, you’re not going to be working to your full potential.
Networking doesn’t necessarily have to be purely with prospects – you can also contact other businesses. Other industries like solicitors and accountants play a large part in real estate, so by building connections with them, you’ll boost your chances of winning business from them when their clients are looking to sell.